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In this keynote, TSIA executive director Thomas Lah will double-click into the topic of how technology companies can identify, develop, price, and sell high-value offers that keep margin dollars in the technology business model.
Traditionally, product companies are optimized to develop compelling technology capabilities and sell the promise of those capabilities to customers. Unfortunately, the price point for product features is commoditizing at a rapid rate. In addition, the big CapEx technology deals are becoming harder for sales reps to find. As customers migrate from buying technology capacity up front to paying for outcomes actually delivered, technology providers will need to reinvent their offers. To successfully navigate this transition, product companies will need to answer the following questions:
Thomas Lah will introduce a series of frameworks companies can use to help answer these critical questions. Whether you are selling technology solutions or on the hook for delivering them, this session will provide practical guidance on how to pursue high-value, high-margin offers.
Executive Director, Technology Services Industry Association (TSIA)
Publish Date: March 17, 2015
TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.
Peg Rodarmel, SVP, Subscription Services, Infor
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.